Expertise

Customer Value Management (CVM)

Many companies fail to analyze which customers they are investing in, thereby loosing millions. The recognition of the value of each customer represents a frequently underestimated and enormously important lever to improve sales and reduce costs. CVM is the central customer response tool.

The three-stage approach integrates CVM in all corporate divisions:

Stage 1: CVM strategy and design

• The customers are evaluated based on a pragmatic life cycle model
• The customers are re-segmented based on this value
• The customer strategy makes clear statements with respect to the differentiated segmentation

Stage 2: CVM campaign interfaces

• Customer processes are redefined based on the customer strategy
• Customer responses are closely focused on customer profitability
• Customer values are continuously tracked by means of CV controlling

Stage 3: CVM basis

• The IT systems are adjusted to the CVM requirements
• CVM is deeply anchored in the organization and
• Change management processes generate cultural changes

Customer value management is one of our main consulting focuses. Let us help you discover your potential.

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